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Too often today we see new business people running around like blue arsed flies, chasing their own tails, wearing rose tinted spectacles about every single opportunity that hits their desk.
The more meetings they go on the worse it gets. The more spam that has to be mailed out to generate more unqualified opportunities that do little more that keep your hand in with PowerPoint. Spurred on often with a barrage of cliches, if at first you don't succeed and it's a numbers day, all the way up to your P45.
Most articles will look at the smartest ways of going about new business in today's competitive marketplace. Much emphasis will be on referral marketing; face to face skills (what we used to call sales skills); how to save time and money by qualifying opportunities properly and how to create solid, quantifiable client servicing programmes. So your business grows the way you'd like it to, like a flower not a sandcastle.
Your dreams, desire and expectations are yours to keep, don't let anyone take them away from you. Success is not perfection. You always have a choice. Have fun, nobody gets out alive.
Tag Archives: New Business
I think new business can be split up into stages like Texas Hold ’em poker. However the main reason I like the analogy is because in business like poker you are dealing with imperfect information. You just don’t know … Continue reading
Let’s pretend for a second or maybe a bit longer, that we, well I, met an alien from another planet, well is there any other sort? And fortunately as coincidence would have it, ‘it’ speaks the same language as us. … Continue reading
I would strongly advise anyone concerned with new business, especially those who run agencies read a book called Money Ball by Michael Lewis, the film is good too but doesn’t get into the detail of how to re-evaluate your prejudices … Continue reading
I recently read this great article about pitching that compares it to the destructive behaviour in abusive relationships. Click here to read it. I also noted in Rory Sutherland’s book Wikiman that he quipped that people in agencies often prefer … Continue reading
Is there a half decent way to analyse whether or not an agency is likely to win a pitch or not? We think there are some major clues. I will be using poker as a metaphor for pitching. Poker is … Continue reading
The word relationships is ubiquitous in the current era of marketing – way up their with words like engagement and arghhh where are the budgets going! I wonder if we are degrading what the word relationship means by over using … Continue reading
Have you ever noticed like me that whilst in the company of a group of business owners that regardless of what their company offers their sales pitch has a similar patter? This is because most people are using the tried … Continue reading
#7 – Know when to ask for referrals Make time to spend time with your clients at the right time! When you do this you will be able to talk about your work with them, your business and approach the … Continue reading